Tags |
|
|
Links |
|
|
Member You - Sales Training - Making It Stick
Every starting photography business needs a constant flow of new customers. Friends and relatives can start of a new business and of course repeat trade is the basis of regular income. But Attrition, bad economic times and off season blues are factors that can kill a business.A third party promotion has many advantages. Firstly, the gift supplied to your prospective customer does not come from you but from the third party. It therefore look
My wife and I were shopping for a new lighting fixture to hang above our dining room table. We wanted something relatively contemporary, and in our quest, we visited over a dozen stores in search of the perfect light. This experience uncovered a wide variety of mistakes that are costing retailers big money in the form of lost sales. Here's an example of some of the situations we have encountered.1. We walked into one store early in the evening
A child does not stop repeating bad behaviors and adopt new ones because her mother is disappointed in her. She stops because she quickly learns that there are repercussions for her actions. In sales training, an effective tool that is often downplayed is the idea of consequences. You can effectively communicate the sales training techniques, share this effectively communicated sales training softly or loudly, repeatedly in memos and meetings and trainings, but still not have the desired outcome.
The problem comes in when you don’t follow through. For example, you have spent a great deal of time encouraging them to learn the sales training techniques that you’ve designed because, ultimately, it will make their jobs easier and more fluid. However, learning these new techniques may be more difficult or time consuming than they may have thought and, for them, their job is not made easier with this new responsibility. You may have communicated quite efficiently to your employees that you would suspend anyone who wasn’t implementing the new sales techniques by a certain date, but that date came and passed without suspensions despite the fact that many were still using the old ways. This may be due to an overwhelming work load or an inability to do the actually suspending, but whatever the reason, your lack of follow through communicates to your employees that you probably won’t follow t
Many small-business marketers don’t have the know-how to market like the big boys. Make a New Year’s resolution to tell potential customers about your quality services. Are they dropping the ball on their marketing efforts?Here are seven tidbits for increasing visibility in your business and to establish yourself as an expert in your field. Let your intended audiences gain insight into your quality services and products by using these simple
A child does not stop repeating bad behaviors and adopt new ones because her mother is disappointed in her. She stops because she quickly learns that there are repercussions for her actions. In sales training, an effective tool that is often downplayed is the idea of consequences. You can effectively communicate the sales training techniques, share this effectively communicated sales training softly or loudly, repeatedly in memos and meetings and trainings, but still not have the desired outcome.
The problem comes in when you don’t follow through. For example, you have spent a great deal of time encouraging them to learn the sales training techniques that you’ve designed because, ultimately, it will make their jobs easier and more fluid. However, learning these new techniques may be more difficult or time consuming than they may have thought and, for them, their job is not made easier with this new responsibility. You may have communicated quite efficiently to your employees that you would suspend anyone who wasn’t implementing the new sales techniques by a certain date, but that date came and passed without suspensions despite the fact that many were still using the old ways. This may be due to an overwhelming work load or an inability to do the actually suspending, but whatever the reason, your lack of follow through communicates to your employees that you probably won’t follow
In other words, are you someone who will easily find new work if and when the need arises?Recruiters often talk about whether or not a job searcher is placeable. This distinction determines whether or not a recruiter will work with you to help you find a new job.A placeable job candidate is a person who a recruiter can place with one of their clients and as a result, get paid. This job candidate has great skills, has a great background
The problem comes in when you don’t follow through. For example, you have spent a great deal of time encouraging them to learn the sales training techniques that you’ve designed because, ultimately, it will make their jobs easier and more fluid. However, learning these new techniques may be more difficult or time consuming than they may have thought and, for them, their job is not made easier with this new responsibility. You may have communicated quite efficiently to your employees that you would suspend anyone who wasn’t implementing the new sales techniques by a certain date, but that date came and passed without suspensions despite the fact that many were still using the old ways. This may be due to an overwhelming work load or an inability to do the actually suspending, but whatever the reason, your lack of follow through communicates to your employees that you probably won’t follow
Just like a hitter in baseball, every sales rep will fail more often than he or she succeeds. That is a fact in the sales field. We will always be "hitting below .500".What differentiates the great salespeople from the average or below average salesperson is their perception of what failure really is. The great ones never FEAR failure-it's accepted as an inevitability. What they understand is that failure is a great learning tool that will for
Today, a past client called me and asked if I knew where she could get vertical blinds. Ummmm.....HELLO?! I sell vertical blinds!The project I did for this client a few years ago involved designing and fabricating several window cornices. So when she didn't know that I carried blinds, I was shocked. But then I remembered that I can't assume anything.I actually realized this several years ago, when another past client purchased thousands
Along with working out how you will communicate your new sales training, decide what consequences, or incentives, you will put into place. When an employee successfully learns and implements the new training, there should be a benefit or reward. When an employee does not learn the new training or does not put it to use, then, too, should there be a consequence.
These consequences should be very personal to your employee they should not be benefits or drawbacks for the company. For example, the benefit should be a monetary bonus for the individual employee instead of the airy concept that profits will soar for the company and that this will trickle down into raises for everyone. The drawback should be a suspension for the individual employee or a cut in hours rather than the general threat of bankruptcy for the company – or even the threat of layoffs in general. Just like sales to the customers, the way to sell your new sales training techniques to your employees is to make it personal.
Simply put, repetition or angry tirades do not back up effectively communicated sales training strategies. Instead, put your time and energy into creating and backing up consequences for jobs well done (or not done). Plan casual meetings during the work day to get input on how things are going, to see if anyone has questions, concerns, or needs help. In this way, you will create an environment of trust and a foundation of follow through that will not only help you implement your current new sales training
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.memberyou.net/article/39540/memberyou-Sales-Training--Making-It-Stick.html">Sales Training - Making It Stick</a>
BB link (for phorums):
[url=http://www.memberyou.net/article/39540/memberyou-Sales-Training--Making-It-Stick.html]Sales Training - Making It Stick[/url]
Related Articles:
Move Slowly Into Your First Office
When The Job Kills, What Next?
5 Ingredients To Improve Team Performance
Bookmark it:
|